A Training System
Designed to provide a thorough and highly participative learning experience.
This fast-paced 3-hour course is designed for EVERYONE who talks to outside suppliers.
Using a DVD, large and small group discussions, and a 50-plus page workbook/resource guide, this workshop reveals how suppliers are trained to deal with customers.
It explains that every time you talk to a supplier, you need to be aware that you're involved in the negotiation process.
Specifically, the workshop focuses on how suppliers are meticulously trained to ask certain key questions in a way that doesn't give the slightest clue of the devastation that they can wreak on your company's negotiating position – if you answer them in the wrong way.
The workshop helps identify numerous "Back Door Selling" questions, explains why the salesperson is asking them, and most importantly: how should you respond to protect your company's negotiating position.
The goal of this short, but fascinating workshop is to even up the training between the salesperson, and anyone who talks with them.
Through a series of vignettes, the DVD dramatizes how an unsuspecting employee (in this case, an engineer) can literally give the company store away to a salesperson who is skilled at asking back door selling questions.
Key Points Stressed by the Workshop